Note: All business and company names in our case studies are anonymized for client privacy. All metrics, timelines, and operational details are real and independently verifiable on request.
The starting point
An oral-wellness brand with strong clinical credibility wanted to scale Amazon as the dominant channel, but needed to do it without sacrificing the margin profile or losing control of the ACoS/TACoS math the founders watched weekly.
These were founders who understood their own numbers cold. They weren’t going to be impressed by a headline ROAS chart; they wanted to know what the spend was doing to contribution margin and whether the channel was actually building a durable business or just renting topline. That’s the right way to think about it, and it raised the bar on how we measured the work.
The diagnosis
This is a long-LTV repeat-purchase product. Optimizing only for first-purchase ROAS undersells the channel because every new customer is worth multiple purchases over the next 12 months. We needed a measurement framework that paired ROAS with TACoS and contribution margin, not just headline ROAS.
The trap with a repeat-purchase product is that first-purchase ROAS makes you too conservative. If you only count the first order, you’ll refuse to pay enough to acquire a customer who’s actually worth several orders — and a competitor who does the LTV math will outbid you for the same buyer every time. The measurement framework was the real unlock here, not any single campaign tactic.
The playbook
TACoS-driven media plan. We set TACoS targets by product family — different for high-LTV staples versus accessory SKUs — and budgeted accordingly. A staple that a customer rebuys monthly can carry far more acquisition cost than a one-time accessory, and a single blended target hides that difference.
Subscribe & Save engine. Aggressive Subscribe & Save promotion and onboarding-pack design to turn first-purchase customers into subscribers, with the LTV math justifying higher acquisition cost. The onboarding pack is the lever most teams underuse — the design of that first purchase decides whether the customer becomes a subscriber or a one-off.
Brand-story A+ Content. Clinical credibility communicated visually — comparison charts, ingredient explanations, dentist endorsements. Credibility is this brand’s whole edge, and a generic listing throws it away. The A+ Content had to make the clinical story legible at a glance.
Sponsored Brand Video carousel. SBV product-demo videos for the hero SKUs, with conversion-rate testing on the thumbnail and the first 3 seconds. The first three seconds decide whether the video gets watched at all, so that’s where the testing effort goes.
Weekly KPI review with founders. ACoS, TACoS, ROAS, Subscribe & Save attach rate, and contribution margin reviewed every Friday. Anything outside band was flagged before the following Monday. The weekly cadence is what kept small drifts from becoming month-long problems.
The result
The brand runs at 5.04x ROAS on $41K/month ad spend, driving $208.6K in monthly attributed revenue. ACoS and TACoS sit within the founder’s target bands. Subscribe & Save share has grown into a meaningful floor under the monthly topline.
What worked
Measuring what actually mattered. The founders care about contribution margin and repeat-purchase economics, not vanity ROAS. We built the dashboard around their math, then optimized to it.
The discipline of reviewing the real numbers every week is what kept the scale honest. It’s easy to grow spend and watch the headline ROAS hold while contribution margin quietly erodes; the founders’ weekly review made that impossible. We grew the channel without ever losing the plot on what the growth was costing.
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“ClearSight reports the way we think, TACoS and contribution margin, not just ROAS. That alignment is rare.”